A Winning Combination - United American Insurance Company

The News and Ideas Magazine for the Agents of Liberty National Life Insurance Company
w w w. l i b n a t . c o m
TORCH
Magazine
AUGUST 2006
LEADS&LEADERS
A Winning Combination
EDITOR’S NOTES
LIBERTY NATIONAL
Since 1900, we’ve grown into
one of the nation’s leading
insurers with over 100
locations and thousands of
representatives in locations
nationwide. We believe
in personal, one-on-one
hometown service for
insurance. And that’s the
way it ought to be.
www.libnat.com
Home Office
(205) 325-2722
TORCH MAGAZINE
Published by Liberty National
Life Insurance Company for
the dissemination of
information to its
Agents. Prior
permission must
be obtained from
Liberty National for
reproduction or other use
of material herein.
TORCH STAFF
Senior Vice President
Hubert Morrison
[email protected]
Publications Writer
Roberta Boyd King
[email protected]
Publications Advisor
Brenda Martin
[email protected]
Graphic Designer
Cal Slayton
[email protected]
2
AUGUST 2006
Bank Draft Not-Taken Errors
Supplies
We have seen an increase in both the number
of not-taken bank drafts and the number
of drafts submitted with incorrect bank
information. Obviously, this slows down the
issue process because you have to go back
and get correct information.
All of our supply orders for applications,
brochures, forms, etc., will now be processed
out of the Globe Marketing Services (GMS)
Distribution Center in Oklahoma City, OK.
Each Branch Office has been assigned a
specific order time. Please keep this order
schedule in mind as you plan your work for
the next month.
To reduce these errors:
1. Make sure that the customer understands
their account will be drafted as soon as the
application is submitted to the Home Office.
2. Verify that the draft information is correct
by comparing the information on the draft
form with the customer’s bank statement or
an actual check.
3. Due to the increase in errors, a voided
check must be submitted with the bank
draft authorization on all bank draft
applications. We will continue to draft as
we do now, and the voided check will be
used to verify bank information. If you have
a customer who does not have a check, you
must attach an explanation as to why he or
she does not.
Bank draft applications submitted without
a voided check or an explanation will be
returned to the Branch Office.
Our plans are to transition to an E-Application
early next year. At that point, we will no longer
accept paper applications. This was one
of the primary reasons for developing our
current procedure of drafting the application
fee. We must, however, reduce errors before
we introduce the E-Application.
Worksite Marketing Certification
We are finalizing the Worksite Marketing
Certification Program. New Agents
will complete the training module and
certification program
online. Look for
additional details and
guidelines in next
month’s Torch
magazine.
If you have a payroll deduction enrollment
scheduled for another state, make sure your
office clerk sends an e-mail to Brenda Martin
[email protected] with a list of the forms
and quantities required. These items will
be included with your next monthly supply
shipment.
Branch Managers’ Meeting
The next Branch Managers’ Meeting has
been scheduled for December 6 – 8, 2006
at the Ross Bridge Resort & Spa outside of
Birmingham. Branch Managers, please mark
your calendars!
PERSPECTIVE
L
ooking at our future from a
new perspective, we realize
there are new, creative
approaches that will improve
our sales efforts and benefit
our bottom line. We view
these new approaches as a
permanent, yet ever-changing
aspect of our professional
Andrew W. King
lives. At Liberty National you
President and Chief
Marketing Officer
will always have the freedom to
apply your individual creativity to “Make More
Money Faster.”
District is working together, supporting each other and planning for these
events so that they are a great success, and we are reaping the rewards.”
One of the areas we’ve been discussing
the past several months is our lead
program. Now it is time to discuss
how we can apply mass-marketing
to expand our older programs too.
Time is valuable to all of us, so we
must generate the greatest number
of leads with the least and shortest
amount of effort. Can we make our
older lead generation processes more
efficient, less time consuming and more
effective? Can it be done? You bet it can, and
Liberty National folks are doing it already. See our
center spread on pages 6 and 7 that highlights some of our folks,
who are generating outstanding production through our numerous
lead programs.
Wilson also points out that Child Safe
ID Kits are very popular: “Most of these
organizations are very pleased to have
companies like Liberty make their event as
big as possible. We call them up and ask if
Liberty may attend and provide free Child
Safe ID Kits. In the Monday clinic all these
orders are called for the drop-off: ‘Hi, this
is (Agent name) with Liberty National.
Your Child Safe ID Kits have arrived. May we
deliver them Tuesday between 3-5 PM?’ Ninety
percent of the time, the answer is yes. Important to note,
this is nearly a one-call, one-appointment ratio! Next, we do
the survey followed by basic needs; 80% of the time we make the sale and
it sticks.
Howard Ralston says “To get BIG, you need to first think BIG.” If we
want to generate BIG sales, then we need to use ideas to generate
leads in just as BIG a way. With only a few hours of concentrated
effort, you can easily generate 50 - 150 quality leads, leaving the
majority of your time to do what you do best: SELL.
Tie into Local Special Events:
As one example, many businesses hold special events on a regular
basis to get people into the facility to generate sales. We can take
advantage of those events. Roger Rich recently passed on a note
he had received from Kevin Shearer. Kevin works with Babies “R”
Us and has developed a relationship that is paying off in a big way.
According to Kevin: “Babies ‘R’ Us has been a great success for the last
few months. We are there one Saturday each month and are scheduled
for all of their special events. Every Liberty National Branch that has a
Babies ‘R’ Us or similar type business should be developing a relationship
with these businesses. A little effort can produce a large number of
leads. The last Babies ‘R’ Us event produced 70 leads for 4 1/2 hours
work.” City-sponsored events are also big winners when it comes
to generating leads. Kevin worked “Pearl Day” in the city of Pearl
and produced over 150 leads for half a day’s work. Says Kevin, “Our
Branch Manager, Chris Church, is taking our Child Safe ID Kits
into schools in two counties...112 schools to be exact. His Branch
is also putting up displays in every YMCA in his area and is actively
participating in a Youth Council event called, “No Parent Left
Behind.” In only three short weeks, these activities have generated
over 100 free leads! Chris and his group have written over $10,000
annualized premium in their latest week from these types of leads.
Use the Newspaper:
Wilson Boozer had this to say, “The first place to start is in the
newspaper. Most papers print a community calendar every Monday.
Look at all the clubs and organizations holding functions in the
community. It’s amazing to see how many events are going on
- even in the smallest of communities.”
We now have relationships with Wal-Mart, Jacksonville Suns Baseball
Team, American Cancer Society, Crime Watch, Kmart, Channel 47 CBS
affiliate, parent teacher groups, churches, Boys and Girls Clubs, and others.
These groups now request our presence often.
As I am writing this to you, we just finished a Wal-Mart on Duval Rd.
They asked us to come inside the store to set up our tables and banners
instead of out front. Two and a half hours on a Friday morning yielded
37 orders and 8 straight up insurance appointments. Fridays are okay,
but Saturdays are unreal.”
We have all talked a lot about the advantages of using free offers
like the Child Safe ID Kit to interest prospects. It is certainly true
that using just this one item, you can generate hundreds (Yes, I said
hundreds) of useful leads. Stop and think how many businesses are
near you that focus on children. In addition to locations like Babies
“R” Us, there are many childcare facilities in every city and town.
There are toy stores in every mall. There are Parks and Recreation
facilities that hold classes and sponsor programs geared just for kids.
There are restaurants that cater to children. (Have you visited Chuck
E. Cheese lately?) These are all facilities in which you can place lead
boxes offering the Child Safe ID Kit and generate amazing results!
AUGUST 2006
3
P E R S P E C T I V E (continued)
You can use MedFacts Kit lead boxes in addition to the Child Safe
ID Kit in much the same way. Kevin is also working with Bass Pro
Shops. He has arranged to be part of a huge outdoor event that Bass
Pro holds several times annually. These events can bring in hundreds
or even thousands of people. Can you imagine the volume of leads
that any Agent can pick up at an event of this magnitude? How
many other businesses or organizations like Bass Pro can you think
of in your state?
This prospecting approach is simple, yet very effective – but only
if we use it! All Managers and Agents should get on the “Special
Events Bandwagon” and seek out as many of these types of
opportunities as possible – and do it immediately – don’t leave so
much money on the table when it is there to simply pick up! Many
of these kinds of events are held during the summer months when
the weather is warm and families have more free time. Of course,
there are year-round flea markets and trade shows – great venues for
people wanting bargains in volume.
Anyone who does not contact all childcare facilities and businesses
within 100 miles such as Babies “R” Us, Kids “R” Us, Toys “R” Us,
Bass Pro Shop, etc., is missing an opportunity of a lifetime. With the
lead potential that exists all around us every day, no one who thinks
for himself can complain about lack of leads or sales. As I said in a
memo recently, “It’s time for every Agent and Manager to THINK BIG
and become the CEO of their own Marketing Department for leads and
recruiting.” Keep the creative juices alive, while applying this concept
on a mass-marketing scale, and you will open unheralded numbers of
sales opportunities.
W.I.I.F.M. Mentality:
To further illustrate my passion for “Thinking BIG,” apply the
following marketing idea to Worksite Advantage. The best Agents
in securing a volume of easy drop-offs from their call clinics do so
by considering W.I.I.F.M. – that is, the “What’s In It For Me?”
from the prospect’s perspective. So let’s enhance prospects’ views
of W.I.I.F.M. - why not combine ALL of our no-cost offers when
approaching any employer?
Here’s the idea, especially applicable to smaller employers. Doesn’t
a small business owner have a problem financing benefits when
compared to a larger employer? As a result, they are always
concerned about losing workers to larger employers. The employer’s
W.I.I.F.M. is: “How can Liberty help me retain my employees?”
Wouldn’t a discussion about helping them through offering a
combination of no-cost or low-cost services to their employees be
attractive? Our Child Safe ID Kits for young parents, and MedFacts
Kits for older workers’ parents are valuable, as is the Liberty Savers
Plus Optional Discount Health Services Program for everyone - the
eyeglass and contact lens savings is significant. Better yet, add the
prescription savings – help the employer reduce medical costs! And
don’t forget to add the Accident Plan for everyone in applicable
states. Throw in a few small novelties as a sweetener (Tim Aderholt
says his folks use these to great advantage) – just for the opportunity
to present our ideas on how they can get Section 125 tax savings for
the business and employees to boot! With all of these, we certainly
deliver their W.I.I.F.M. – real value. So, throw all of the tools you
4
AUGUST 2006
have at them! They’ll allow a drop-off when they perceive enough
value for their time, all at no cost. It also delivers on your own
W.I.I.F.M. getting you faster to eight drop-offs for that day with
fewer calls! Another idea - what if you were to go further by sending
an e-mail with attachments of all of these programs for them to see
before you go to the physical interview to answer their questions?
Couldn’t you hire someone to call every business on your lists
within 100 miles and simply ask for their e-mail address - or even
purchase an e-mail list? Getting eight – 16 – even 32 drop-offs set
per day will become easy. How hard is it to say “here it is” with these
W.I.I.F.M. values combined into one offer? Get your creative juices
flowing and take action!
Don’t Forget the Rules:
But, my passion and drive for mass-marketing sales success must
be tempered with reminders too. Remember, you must first
obtain approval from the sponsors of these events to hand out
materials during these events or to post advertising materials on
their company bulletin boards. Any promotional or follow-up
advertising you develop on your own, whether e-mail or paper,
must always be submitted, reviewed and approved in writing
by the Home Office PRIOR to use. Doing our jobs within
acceptable Company guidelines is just as important as generating
those leads and making those sales.
Think Big in Recruiting:
The same concept above applies to recruiting leads too. Managers
can more easily find masses of hiring prospects from people who
will gladly assist by thinking of their W.I.I.F.M. Ronald Lutes
and Roger Rich got creative by expanding recruiting into areas in
North Carolina by calling an employment office. They presented
the idea to the employment counselor by considering her W.I.I.F.M.
They said they wanted to help her place more of her unemployed
applicants by setting up a recruiting seminar in her office. Not only
that, they told her that they would also schedule their own RMS
candidates into the same seminar. She would look good to her boss
by putting more of her people to work at a faster rate and get credit
for placing their RMS attendees too. Her W.I.I.F.M. is that her
boss will be astounded by her success and perhaps give her a raise or
promotion as her success continues each month. Ronald’s W.I.I.F.M
is that he has a no-cost location to interview, gets free recruiting
help and gets many more hires from their help. They’ll expand this
“scratch my back – I’ll scratch yours” approach by getting a list from
the Internet of every employment agency within 100 miles, calling
every one of them to make the same deal - and then hit 2-3 of these
free locations per day for interviews. If one employment counselor
helping is a benefit, what could 40 “helpers” accomplish? Recruiting
“Quality in Quantity” becomes very easy.
When W.I.I.F.M. is your main focus - for the benefit of the
prospective recipient - leads are all around us, everywhere we go.
We just need to open our eyes and ears to the potential. There are
hundreds of thousands of these opportunities, with millions of
prospects spread throughout our states. The potential to THINK
BIG is greater now for Liberty National than it has ever been
– begin creating your own mass-marketing programs today.
Liberty National Honored
Among Ward’s “Top 50”
Ward Group, an operational consulting firm to the insurance industry, has been a leading provider of benchmarking and best
practices services for the past 15 years. Ward Group annually analyzes the financial performance of over 3,000 property/casualty
insurance companies and over 900 life/health companies based in the United States. The top 50 performers, which the Ward
Group identifies in each segment, is called Ward’s Top 50. Each of these exemplary companies has passed all safety and
consistency screens and achieved superior performance during the five-year period considered in the analysis.
According to Jeff Reider, President of Ward Group, “The insurance industry today faces tremendous challenges including market
pressures, expense management, technology, rising claim costs, compliance, legislation and more. Top performing companies
take these challenges in stride. The best companies often do things differently in order to set themselves apart from the
competition. In particular, these companies maintain efficient operating models, meet the needs of customers and successfully
execute their strategy.”
We at Liberty National are very proud of this outstanding accomplishment. We salute the men and women who have
been instrumental in making Liberty National the great Company it is today and the greater Company it will be tomorrow.
Ward’s Top 50 Life/Health Insurers Listed Alphabetically:
Aetna Life Insurance Company
AIG SunAmerica Life Insurance Company
AFLAC
Alfa Life Insurance Corporation
Allstate Life Insurance Company
American Fidelity Assurance Company
American National Insurance Company
Ameritas Life Insurance Corp.
Amica Life Insurance Company
Auto-Owners Life Insurance Company
Beneficial Life Insurance Company
Cincinnati Life Insurance Company
Combined Insurance Company of America
Farm Bureau Life Insurance Company
Farm Bureau Life Insurance Company of Michigan
Federated Life Insurance Company
Fidelity Investments Life Insurance Company
Genworth Life Insurance Company
IDS Life Insurance Company
Jefferson-Pilot Life Insurance Company
John Hancock Life Insurance Company
Liberty National Life Insurance Company
Massachusetts Mutual Life Insurance Company
Metropolitan Life Insurance Company
Midland National Life Insurance Company
Minnesota Life Insurance Company
National Life Insurance Company
National Western Life Insurance Company
Nationwide Life Insurance Company
New York Life Insurance Company
Northwestern Mutual Life Insurance Company
Pacific Life Insurance Company
Pekin Life Insurance Company
Penn Mutual Life Insurance Company
Physicians Mutual Insurance Company
Primerica Life Insurance Company
Protective Life Insurance Company
Security Benefit Life Insurance Company
Sentry Life Insurance Company
Southern Farm Bureau Life Insurance Company
Standard Insurance Company
Symetra Life Insurance Company
Teachers Insurance & Annuity Association of America
Thrivent Life Insurance Company
Union Security Insurance Company
United Healthcare Insurance Company
United Life Insurance Company
Unum Life Insurance Company
USAA Life Insurance Company
Western & Southern Life Insurance Company
AUGUST 2006
5
Simple Tools Bring BIG SUCCESS!
Successful lead programs and creative marketing approaches are two of THE most important tools
for any insurer that wants to build its organization and generate financial success for its Agents.
At Liberty National Life we have both! New and well-seasoned Liberty National Agents and Managers
are increasing their production and generating more leads and referrals using the $3,000 Accident
Policy, Child Safe ID Kit, and MedFacts Kit. Using Section 125 as a “new approach” marketing tool for
Worksite Advantage is also creating exciting results! Take a look at what these Liberty National Life
Agents and Managers are doing to sharpen activity and sales.
David Brooks #82
George Hinson #17
“I’ve worked for Liberty National for 34
years and recently started focusing on the
payroll deduction market. I love promoting the
features of the $3,000 Accident Policy because it
establishes good will between the customer and
me and allows an easy transition into the sale
of other products. Offering the $3,000 Accident
Policy has increased my other sales.”
Tanisha Ryan #161
“I’ve found the $3,000 Accident Policy has
been instrumental in catching a prospect’s attention
and creating activity. When properly presented to a
prospect, he or she becomes eager to do business
with me. It results in many referrals too, which is
the best way to set appointments
and close sales.”
Chris Church #130
“We’re having great success with
the Child Safe ID Kit displays. We have
put out about 10 boxes in the past month and
collected over 100 leads!!! We have been using
these leads during our Daily Call Clinics to set up
appointments to deliver the free Kit, at which time
we do a needs analysis and turn it into a sale. Like the
Direct Response Leads, we work them QUICKLY.
But the real success lies ahead with the Child Safe
ID Kits placed in 112 different schools in two
counties. Each school has an average population
of 1,200 students, which adds up to more than
134,000 students. Even if only five percent of
the parents sign up for a Kit, that comes
to more than 6,700 FREE LEADS!!
6
AUGUST 2006
“The payroll deduction leads list has really
worked well for us. The first two weeks we used it,
we completed paperwork on six new cases. We use
the Senior leads list with the MedFacts Kit too and are
getting great results. I’m a firm believer in Daily Phone
Clinics, and I have a new Agent who proves me right.
John Thomas started with us on 2/16/06 and is already
on Leaders Club. He attributes his success to simply
following the system in place. He utilizes the call lists to
set up drop-offs and appointments and uses what we
call the ‘Rule of 56,’ which means at least 56 drop-offs
or appointments weekly. He closes at least 80%
of his leads and is successful because he follows
the schedule that Andy King recommended.
Daily Call Clinics work!”
Barbara Owen #77
“I use the $3,000 Accident Policy
to make customers aware of insurance
needs. It allows me to cold call and gain
entrance to new homes, which makes up
90 percent of my sales. It also produces
30 to 40 referrals each week, which is
great for my Daily Call Clinics.”
Dick Foster got us access to these
schools and has divided them up among
our 14 Agents. Dick has also spearheaded
our worksite marketing program. Our Agents are
doing ‘non-specific’ drop-offs to at least 40 businesses
weekly in order to get worksite assistance or leads for
the next week. Our creed is ‘Achieving success by
deserving it!!’ We average over 500 drop-offs each
week!!! The key to all of this increased activity is
recruiting. The more Agents we have following
our processes, the more sellers we produce
and the more money we make.”
Howard Ralston #86
“Liberty National presented me with a
great opportunity, but I didn’t see it! The importance
of offering the $3,000 Accident Policy to prospects never
occurred to me. One day I offered this policy to one of my
worksite customers. Shortly after the policy was issued, his wife
was killed in an accident. Our $3,000 Accident Policy was the
only life insurance the lady had. This impressed me so much
that I now offer it to everyone. This policy provides a great
service to my customers and is a great door opener! I am
grateful for this policy and encourage everyone
to take advantage of this practice.”
Terry Koval #92
“After 17 years with Liberty National,
I have found that the new promotional
$3,000 Accident Policy is outstanding. Using
this product, I have written more new business
and received more referrals than with any
other promotional idea.”
Sandra Sharp #9
Mary Charles Akridge #7
“I have found the $3,000
Accident Policy to be a great door
opener. I use it both to obtain leads from
current customers and also to sell to new
prospects. I find that it is easy to get referrals
if I do a good job of explaining the need for
and features of this policy. I have found it’s
an easy transition from the accident policy
to a total needs review. Just ask!
Use this tool daily and you will see
your activity level and
production pick up.”
Melissa Parrish #152
“I’ve been with Liberty National
for six months and have enjoyed
every minute of it. What has made
me successful is being able to offer
the $3,000 Accident Policy to my
customers. It has been the best door
opener for me! Because of the success
of this tool, I feel more confident in
approaching people and presenting
our products. This has been my
tool for successful sales as well
as getting referrals, usually 10 to
20 at each house. But the best
benefit of this policy is that it
helps people!”
“We use the $3,000 Accident Policy as a
tool to sell the Benefits Administrator when we
go into a company. We actually print the company’s
name on the flyer and use it in our presentation to
personalize the visit. During the individual employee
meetings, we use this policy to ‘break the ice’ with
each employee. It allows us to collect very useful
information on the employee and his or her
family members in order to transition into
our other product offerings.”
Cindy Trutt #81
“I’ve been employed with Liberty National
for 11 weeks. Through my training, I learned to call
on small businesses and work the Section 125 market.
I get the lead, call the business owner, and set up drop-off
times when I can leave information and explain the
benefits of Section 125. I’ve been very successful
using this procedure and am very excited
about the opportunity I have with
Liberty National.”
John Love #81
“During my 31 years with Liberty National, I had never
worked the Section 125 market, but I started working it in May
2006. With the help of my Branch Manager, Jonathan Jones, I
realized this is the way to make big money easily with Liberty
National. I approach owners and managers with the idea that they
don’t have any coverage, and I explain the advantages of
a Section 125. I’ve set up six new cases in just a few months
and have received large bonuses as a result. I had thought
about retiring back in May, but now I see myself working
this market for several more years.”
AUGUST 2006
7
Leading the Way to Successful Sales
Quality leads generate quality sales! The numerous new lead programs we are putting in place
allow you to spend less time prospecting and more time selling. As we make greater enhancements
to our lead programs, lead responses will increase, and you’ll achieve greater activity and production
levels. The best lead, however, is a satisfied policyholder referral.
Outside lead vendors can help you expand your own lead program and are critical to obtaining quality
leads which result in quality sales. We’ve compiled an extensive list of vendors who can provide you with those all-important names and
addresses. Use these vendor lists with approved company material – like phone scripts, lead pieces, print ads and brochures to heighten
your response. Remember, only Branch Managers may place lead orders directly with these vendors!
Vendor Name
Accudata
ALC
AllExclusiveLeads.com
All Quality Signs
AskInsuranceGuy.com
BestInsLeads.com (aka QuickHealthInsurance)
Call Center Connection
Choice Point Precision Marketing
Efinancial, LLC
Eleads123.com
Go Leads
GQ Marketing
Group Insurance Concepts Inc (1st Insurance)
ILeads.com
Info USA
InsuranceStand.com (Insure Leads)
InsureMe.com (Insurance Shopping Network)
Kramer Lead Marketing (bought by Choice Point)
Lead America
Lead Connection, The
Leadbot.com
Leadco
Leads Network, LLC
Leads To You
LeadsClearance.com
LocalInsurance.com
Most Choice
My Hot Leads
NAICS Association (aka Four Percent Solutions)
Net Quote
Precise Leads
Precision Dialing Services
Professional Marketing
ProLeads (Apex Leads)
Prospect Pros
Senior Direct (Target)
Service Associates of America
Sunrise Communications
United Quotes
Vente
World Wide Marketing
ZipSearch (Insurance Tracker, Insurance Finder)
8 AUGUST 2006
Website
www.accudata.com
www.alclists.com
www.allexclusiveleads.com
www.allqualitysigns.com
www.bestinsleads.com
www.choicepoint.net
www.goleads.com
www.gqmarketing.com
www.ileads.com
www.infousa.net
www.insureleads.com
www.insureme.com
www.kramerlead.com
www.leadconnections.com
www.leadbot.com
www.leadcoleads.com
www.theleadsnetwork.com
www.leadsclearance.com
www.localagentnetwork.com
www.mostchoice.com
www.naics.com
www.netquote.com
www.preciseleads.com
www.pdsdallas.com
www.targetleads.com
www.sunrisecommunicationsinc.com
www.unitedquotes.com
www.venteinc.com
www.wmconnection.net
www.insurancefinder.com
PRODUCTION
Recruiting
Bonus
Through July 2006
Branch Manager
SAMI NIZAM
KEVIN KIMBERLY
HOWARD RALSTON
TIM ADERHOLT
SHANNON BROWN
JONATHAN JONES
KEVIN FERGUSON
W.L. HEARING
RONNIE HALL
LEDON GREEN
LONELL PLYLER
DANNY RILEY
JOHN BROOKS
PAUL BLANSETT
JIM BARTON
TONY CARTER
TIM REEVES
REGINALD CALLENS
HARLIS REESE
JIM WHITE
DESH LACHMAN
OWEN WILSON
RAY RIKARD
DON HARRIS
RICKY BEARD
PHEME EVANS
ROBERT ELLIS
CLINT BRADLEY
BARBARA CANTRELL
RONNIE BAKER
JIM FLANDERS
LARRY RAY
TIM BELL
DEREK ENGLAND
KEN MASSEY
KEITH MITCHELL
BILL FANT
VICKI CARWILE
JOHN JUSTISS
THOMAS CARAWAY
CHRIS CAMP
JAMES DEBTER
ANTHONY COVEY
SHANNON LAMBETH
RICK KEMP
MATT DORAN
LUCKY COPE
JASON RHODES
GARY WATKINS
JASON NEAL
DARYL SUMRALL
KIRK BUTLER
CHARLIE RUSH
Branch
002
152
086
049
135
081
074
045
111
055
071
129
005
125
052
003
079
096
168
122
128
036
018
009
021
056
165
001
022
067
084
008
145
153
035
058
024
139
107
057
154
132
051
032
083
091
077
088
133
020
017
160
027
July
-100.00
3,000.00
1,800.00
2,700.00
900.00
-300.00
1,900.00
800.00
2,400.00
1,800.00
3,200.00
800.00
1,200.00
100.00
900.00
2,100.00
900.00
-300.00
800.00
-900.00
1,100.00
500.00
-100.00
200.00
-300.00
-200.00
100.00
100.00
1,800.00
-700.00
1,100.00
300.00
800.00
3,100.00
300.00
-300.00
0
1,400.00
-100.00
1,000.00
0
800.00
-300.00
-300.00
-700.00
600.00
800.00
800.00
1,600.00
800.00
1,500.00
-500.00
-200.00
YTD
15,500.00
14,050.00
12,350.00
11,850.00
11,000.00
10,600.00
10,150.00
8,900.00
8,800.00
8,150.00
8,100.00
8,050.00
7,550.00
7,000.00
6,950.00
6,700.00
6,600.00
6,500.00
6,300.00
5,650.00
5,600.00
5,550.00
5,500.00
5,300.00
5,100.00
5,100.00
5,000.00
4,950.00
4,750.00
4,350.00
4,200.00
4,100.00
3,950.00
3,800.00
3,800.00
3,750.00
3,650.00
3,550.00
3,450.00
3,350.00
3,300.00
3,200.00
3,150.00
3,100.00
3,100.00
3,000.00
2,750.00
2,700.00
2,550.00
2,500.00
2,500.00
2,400.00
2,350.00
Branch Manager
JIM FULLER
TROY DEW
WILL BIDDLE
DONNY HARRISON
LOUIS NORRELL
CHIP POPPELL
TERRY CREEL
GEARY VICKERS
RONALD LUTES
BEN HASTINGS
BERT MYERS
SCOTT NOLIN
TONY BALDWIN
EDDIE MILNER
R. VANNIEUWENHUYZE
BILL HAMPTON
JIMMY SANDERS
DONNA POWELL
RON HARVEY
DEBBIE MCGRADY
JONATHAN CHEESBOROUGH
N/A
LAMONT ASHFORD
ODIS SINGLETON
VIC BLACKWELDER
CHRIS CHURCH JR.
RAY REESE
BRIAN CANNINGTON
JOE KIKTA
MARTY HALL
N/A
TERRELL SALLET
GERALD DAVIDSON
DAVID BODKIN
JOE ROBERSON
DEBBIE MILLER
ROBBIE RICHARDS
DAVID LEWIS
JASON PERRY
BILL PAYNE
GARY SUTTON
KARLES WORTHERLY
PAUL OTT
CECIL HARRIS
NETHADIUS FOWLER
LARRY WAGNER
FRED BUSSEY
WARREN BOLAN
WILSON BOOZER III
KAREN PRYCE
DAVID BROOKS
JOEY HOLLEY
N/A
Branch
July
YTD
114
042
158
046
010
075
023
041
092
053
078
076
039
015
050
116
156
106
150
019
047
-300.00
100.00
-300.00
900.00
-200.00
-300.00
700.00
800.00
-700.00
-900.00
1,100.00
-800.00
0
400.00
-100.00
800.00
800.00
1,100.00
100.00
400.00
200.00
2,300.00
2,250.00
2,150.00
2,050.00
2,050.00
2,000.00
1,950.00
1,800.00
1,700.00
1,650.00
1,500.00
1,400.00
1,400.00
1,350.00
1,200.00
1,100.00
1,100.00
1,100.00
900.00
850.00
850.00
012
094
080
130
048
040
062
064
-800.00
800.00
600.00
0
-200.00
-300.00
500.00
300.00
800.00
800.00
600.00
600.00
550.00
500.00
450.00
300.00
126
007
123
162
137
089
127
117
029
121
142
037
033
014
131
120
069
059
157
082
038
900.00
1,400.00
100.00
700.00
-700.00
200.00
-800.00
-600.00
300.00
100.00
-900.00
400.00
-600.00
-900.00
200.00
-400.00
100.00
800.00
-300.00
-400.00
-900.00
300.00
200.00
100.00
-100.00
-250.00
-400.00
-500.00
-600.00
-950.00
-1,000.00
-1,100.00
-1,100.00
-1,300.00
-1,500.00
-1,600.00
-1,600.00
-1,650.00
-1,650.00
-2,050.00
-2,100.00
-2,300.00
AUGUST 2006
9
PRODUCTION
Liberty Leaders - Top Performers in Total AP
The following producers represent the Top 20 Agents, Unit Managers and Branch Managers in
year-to-date total annual premium production through July 2006.
BRANCH MANAGERS
Top 3
UNIT MANAGERS
AGENTS
1. Howard Ralston
#86
$ 1,126,136
1. Kenny Rolin
#7
$ 247,545
1. Jeff Lones
#9
$ 124,039
2. Tim Aderholt
#49
$ 881,995
2. Floyd Byers
#86
$ 230,833
2. Greg Chastain
#49
$ 103,379
3. Ray Rikard
#18
$834,726
3. Bill Knowles
#55
$ 225,477
3. Jerry Holman
#9
$ 102,742
4 - 10
BRANCH MANAGERS
4.Don Harris, #9................................$ 621,354
5.Sami Nizam, #2.............................$ 605,249
6.John Justiss, #107........................$ 551,123
7.Tim Reeves, #79............................$ 506,456
8.Owen Wilson Jr., #36...................$ 488,154
9.Gerald Davidson, #7.....................$ 466,307
10.Kevin Ferguson, #74.....................$ 454,846
UNIT MANAGERS
4.Randy Reeves, #49....................$ 221,995
5.Don Asbell, #86..........................$ 211,115
6.Tina Shunk, #9...........................$ 209,538
7.Angela Hanson, #15..................$ 209,036
8.Tracy Steelmon, #86.................$ 194,271
9.Mike Shaddix, #36.....................$ 182,555
10.Don Hood, #49...........................$ 181,287
AGENTS
4.
5.
6.
7.
8.
9.
10.
Brandy Vickers, #15..................$ 100,685
Robert Brown, #46.....................$ 97,606
Terry Robbins, #15......................$ 96,414
Serge Clouatre, #49....................$ 95,444
James Armstrong, #117............$ 88,990
Hank Hawes, #79........................$ 88,647
Wayne Fisher, #117....................$ 85,836
11 - 20
BRANCH MANAGERS
11.Brian Cannington, #40.........................$ 452,050
12.Eddie Milner, #15..................................$ 451,354
13.James Barton, #52...............................$ 449,912
14.John Brooks, #5....................................$ 427,491
15.Ricky Beard, #21...................................$ 415,405
16.Daryl Sumrall, #17................................$ 401,969
17.Vicki Carwile, #139...............................$ 396,906
18.Geary Vickers, #41...............................$ 396,298
19.Barbara Cantrell, #22...........................$ 385,797
20.Ledon Green, #55.................................$ 383,793
10
AUGUST 2006
UNIT MANAGERS
11.Bill Shelton Jr., #74...........................$ 180,660
12.Michael Bullock, #49.........................$ 180,122
13.Josh Fredrickson, #32.......................$ 178,580
14.Brandon Herndon, #86.....................$ 174,834
15.Diane Mills, #9...................................$ 168,347
16.John Hixon, #36.................................$ 167,794
17.Tarsha Summerset, #139..................$ 163,769
18.Miranda Harris, #2.............................$ 159,860
19.Jason Lanier, #139............................$ 154,614
20.William Yeomans, #40......................$ 152,307
AGENTS
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
Lisa McClendon, #15.......................... $ 84,977
Sandra Sharp, #9................................ $ 79,417
Jerry Crowell, #18.............................. $ 78,586
Charles Rogers, #86........................... $ 76,542
Judy Smith, #7.................................... $ 75,147
Natalie Newsome, #139.................... $ 73,639
Jimmy Thomas, #49........................... $ 72,778
Douglas Lavender, #17...................... $ 72,459
Trudy Reed, #88.................................. $ 68,666
Julio Garrido, #122............................. $ 68,026
ACHIEVEMENT
Rookie Branch Manager
The Top Rookie Branch Manager has been a Branch Manager for less than one year
and is recognized by Liberty National for the total annual premium produced.
Jason Perry of #117 is the July Rookie Branch Manager of the Month.
Jason’s team produced $37,707 of annual premium in July.
Congratulations, Jason. You’re off to a great start! T.E.A.M. #117 is coming
on strong!
Rookie Unit Manager
The Top Rookie Unit Manager has been a Unit Manager for less than one year and is
recognized by Liberty National for the total annual premium produced.
Congratulations
Wally Bedwell of #4 is the July Rookie Unit Manager of the Month.
Wally’s team produced $45,666 of annual premium in July.
Way to go, Wally! Your team’s hard work is paying off!
First Year Agent Production
The following represent the Top Five Branch and Unit Managers with the highest
year-to-date First Year Agent Production through July 2006.
TOP 5 - BRANCH MANAGER
TOP 5 - UNIT MANAGER
1.Howard Ralston, #86. .......... $ 521,090
1. Sean Savage, #152................... 141,651
2.Sami Nizam, #2.........................416,749
2.Bill Shelton Jr., #74................... 119,492
3.Tim Aderholt, #49.....................345,304
3.Leland Collins, #22................... 119,309
4.Tim Reeves, #79........................324,644
4.Miranda Harris, #2.................... 118,570
5.Kevin Kimberly, #152................318,633
5.Kenny Rolin, #7......................... 117,312
Welcome
A warm welcome goes out to our newly appointed Branch Managers. Congratulations
and good recruiting!
Ben Hastings has been appointed Branch Manager of Branch #53. Ben was
previously a Regional Trainer.
Robbie Richards has been appointed Branch Manager of Branch #89. Robbie was
previously a Unit Manager in Branch #5.
Jason Perry has been appointed Branch Manager of Branch #117. Jason was
previously a Unit Manager in Branch #79. It’s great to see a top-producing FYA Unit
Manager as July’s Rookie Branch Manager. Jason has hit the ground running!
AUGUST 2006
11
On Schedule for Torch Club 2006
as of 07.28.06
WASHINGTON D.C.
#1
JOHN T GOSS III
#2
JOHN F BUCKLEY
MIRANDA A HARRIS
DARRELL A HUBBERT
HEATHER A MCWHORTER
ANGELA M SANDLIN
CHRISTOPHER T WARREN
#3
WILFORD HOYT SMITH
ARCHIE D TERRY JR.
#4
RICHARD L BANKS JR.
DONNA W CLEVELAND
BEVERLY JUNE EZELL
#5
N EUGENE MILLS JR.
HAMPTON M PAULK
#7
MARY CHARLES AKRIDGE
KENNETH WAYNE ROLIN
JUDY ROBERTS SMITH
#8
TOMMY T CHAMPION
DAVID WAYNE MAINOR
GARY KEMUEL NORRELL
#9
BAILEY COLEMAN CRANE
JERRY F HOLMAN
SHERRY L JEFFERSON
JEFFREY HOWARD LONES
SANDRA MAPLES SHARP
TINA KAY SHUNK
JENIS DALE WARDELL
#10
CHARLES ALAN GOFORTH
JOHN D MCSPADDEN
RAYMOND HORACE SMITH
#13
KENNETH EDWARD BUCK
THOMAS R MCDANIEL
#15
ANGELA H HANSON
DANIEL L HUTCHERSON
EDWIN EARL MILNER
LISA JONES MCCLENDON
TERRY ROBBINS
BRANDY I VICKERS
#16
CHARLES K BAILEY
LOMAX HATCHER BRYAN
THOMAS E JONES III
#17
LATARA RENITA BAILE
GEORGE W HINSON
DOUGLAS W LAVENDER
EDWARD D WARREN
#18
ELIZABETH D ADAMS
JOHN CLARK BURNS
JERRY T CROWELL
LEIGH NAN HOPSON
A KAY PERRYMAN
JEAN ANN POLLARD
SUSAN M.C. POTTER
TIMOTH RAY RIPPEY
#19
JESSE JOE GREENE
#20
JOLAINE DIAL
EMORY C GIBBS III
#21
ALAN DOYLE BECK
JOSEPH THOMAS BISHOP
CATHERINE J BRYANT
CLYDE DOUGLAS ISOM
WILLIAM W STEWART
#22
GEORGE ROBERT BARKER
LELAND ROSS COLLINS
DAVID EARL MORRIS
MARY BROWN THOMAS
CHARLES R YERBY
#37
KENNETH I CHESNUT
KATIE NORRIS HOLCOMB
#38
SHARON H MORING
#40
JEFFREY ALAN COURSON
TIMOTHY W EASON
STANLEY S JOHNSON
ANDREW ROY LEWIS
BRIAN J CANNINGTON
MICHAEL T SNOWBERGER
#62
SHARON MELISSA HELMS
JOSEPH FRANCIS KIKTA
ALLEN WYNN WHIGHAM
#45
GARY LYNN HIXSON
#69
C J COLLAZO SR.
SEAN TIMOTHY SELLARS
HENRY R TERRELL
#46
ROBERT MARK BROWN
GARY MAURICE RUDD
#47
JOHN RANDELL LOVE
#48
ALLISON W STEPHENS
DONALD WIGGINS
#33
SARAH DARLENE HALL
MICHELLE W PEOPLES
#52
JIMMY DEAN BOATRIGHT
CARYN MICHELE MCLAIN
#35
L REBECCA K. ALLEN
#53
BONNIE GERONIMO
#36
CHARLES E EDMONDSON
TAMMY SUE SELVAGE
MICHAEL I SHADDIX
DAVID GRADY WOODARD
#55
TONYA MARIE CARDWELL
KENNETH EUGENE CROSS
LAMAR GEDDIS JR.
BILL LEE KNOWLES
RICHARD BERNARD NASH
#27
T RANDALL SIKES
#58
RANDALL B BEDWELL
ANDREW CHESLEY MOTES
CHERYL B OVERTON
#64
JOSE A CRUZ JR.
GARY LYNN HOLMES
#32
JOEL KEITH CALHOUN
JUDY ANNETTE ELKINS
JOSHUA D FREDRICKSON
LEISA HOPKINS SMITH
WESLEY M SMITH
#24
MILDRED JACKSON
#57
DAVID LEWIS DOWD
#41
ROBERT D BICE JR.
KENNETH MARK COGGIN
DANNY L SIMPSON
DAVID HUGH YATES
#49
ROBERT SCOTT BARRETT
MICHAEL D BULLOCK
C EUGENE BURSON JR.
GREGORY K CHASTAIN
SERGE D CLOUATRE
RALPH HERBERT ELLIS
CHARLES A GERGENI
CORRIE GRACE HILL
DONALD LEE HOOD
CHARLES M JOHNSTON
WILLIAM D LACOUNT
TIMOTHY D ADERHOLT
RANDY DAVID REEVES
PAUL DOUGLAS SANNER
JIMMY SAMUEL THOMAS
GREGORY TSIKERDANOS
#23
MICHAEL J PIZZO JR.
#56
ALBERT JAMES RICE
#71
JAMES THOMAS EDMONDS
KATHY ANN NASON
#73
MICHAEL D FOSTER JR.
#74
JEFFREY BOYD BADLEY
THOMAS JASPER DAVIS
PATRICIA D DAWSON
PHILLIP OWEN JACKSON
BARBARA MARIE PEREZ
FIELDS E SHELTON JR.
ANDREW LYNN SPIRES
#77
LARRY ELLIS ADKISON
DANNY LEON HALL
ASHTON LYNN MCKELVY
#78
ERIN D HAUGAN
#79
HANK ERIC HAWES
TIMOTHY F REEVES
PHILLIP D RICHARDSON
#80
ROBERTA J CLEVELAND
#81
JOSHUA GARNER BUTLER
JOHN ALEXANDER LOVE
CYNTHIA SUE TRUTT
#82
JOHN M WILLIAMSON
#86
DONALD HOWARD ASBELL
MITCHELL KERRY BLAIR
FLOYD ROBERT BYERS
STEPHEN E CHAMPION
MARK D CHANDLER
TIMOTHY M CUNNINGHAM
HEIDI S FRIDDELL
STEVE DALLAS GARLAND
VICKIE DIANNE GOMEZ
DEBORAH R HAMILTON
BRANDON S HERNDON
STEPHANIE N JACKSON
HOWARD K RALSTON
STEPHEN JOHN MILLER
JASON ANTHONY OLIVER
TIMOTHY LAMAR RAY
CHARLES E ROGERS
GARY WAYNE SMITH
CONSTANCE M STAFFORD
TRACY ALLEN STEELMON
LARRY EDWARD STOVER
RONALD ANTHONY TADLE
CHRISTOPHER A WEDDLE
KEITH ALAN YARBROUGH
#117
JAMES P ARMSTRONG
PHILIP ROWE FARRIS
C WAYNE FISHER JR.
JASON KYLE PERRY
BARBARA ANN PITTS
#88
EDWARD CAMPBELL JR.
TRUDY LEE REED
GREGORY DION SMITH
#139
JOHNNIE L COKER
MICHAEL C JOHNSON
JASON SMOAK LANIER
VICTORIA H CARWILE
NATALIE ANNE NEWSOME
TARSHA L SUMMERSET
DAVID W TOMPKINS
#89
RANDALL M GRAINGER
TOMMY CLEVELON LEE
MICHAEL C PADGETT
#92
TERRY LEE KOVAL
RONALD WAYNE LUTES
#94
H BUCHANAN IV
#106
SHIRLEY B BENDER
GRACE ANITA STINSON
#107
PAUL KENYATTA BOYD
EMMANUEL LEVON LYLES
#110
KELVIN DWAYNE MAYO
#111
ERNEST P LOTT JR.
#116
RICHARD V CRABTREE
JAMES WOODROW LEWIS
ROSEANNE M SILBERMAN
DOUGLAS A TURNER
#122
JULIO LUIS GARRIDO
#127
ANTHONY C MONTENEGRO
#128
ROBERT L HOLLEY JR.
JOHN D THOMAS
#129
VIVIAN GAIL HANKINS
DONNY RAY HOWARD
RONNIE N THOMPSON
#132
JERRY MICHAEL COURT
TERRANCE R THOMPSON
#145
MICHAEL LEE JOHNSON
#149
JOSEPH ROBERT GRIMES
#150
CHARLES E EASTERDAY
#152
KEVIN O KIMBERLY
JUDY MARIE MILLER
MELISSA S PARRISH
CORI WILLIAMS
#154
JOHN L CLARK JR.
#161
RITA EDNEY STARLING
#168
PATSY GARNER TILLMAN